Andrew Lay Email & Phone Number

Texas, United States

Tyler, TX, US

• Represent South Region for global OEM through direct interaction with current dealer network Prospect and recruit new dealers in open territory. Own the annual business planning process for each dealer. Maintain all.
• Generated $5.73 Million in Sales in first 9 months of role.
• Developed prospecting plan for 11 open new dealer territories in the South Region.
• Traveled in less than 2 months to 8 of the open 11 territories to meet with prospective new dealers
• Scheduled 6 dealer visits in early 2024 to onboard potential new dealers.
• Collaborated with existing dealers to define and publish 2024 Annual Business Plans.

Eindhoven, Netherlands, NL

• Execute the remarketing activities of Construction assets for the Construction, Transportation, and Industrial (“CT&I”) business and end of lease management of the active lease portfolio, to maximize the value of and.
• Set pricing on off lease and used heavy construction machinery for resale
• Explored remarketing opportunities (long and short term) in trader and professional end-user markets
• Exceeded goal of 115% price realization with a performance of 126%
• Identified potential buyers within national/international context
• Managed the daily operations of our online remarketing portal

Adairsville, GA, US

• Established and cultivated relationships with dealer network for global diesel engine, compact / subcompact agricultural tractor, and compact equipment manufacturer to increase brand awareness and expand dealer.
• Increased new commercial and retail channel growth by 30 new dealers in FY2018 and 45 in FY2019.
• Negotiated dealer contracts with 285 existing and new dealers.
• Led project to shorten new dealer onboarding time. Increased speed to market (from approval to delivery) by reducing time frame from 45 days to 5.
• Developed annual dealer scorecards that included business strategy, results, and marketing plans.

Managed real estate internal / external repairs and renovation plus liquidation of assets for mother’s estate. Handled all aspects of debt resolution, property taxes, federal income taxes, probate, and division of assets.

Summerville, South Carolina, US

• Consulted with this forklift manufacturer’s 19+ independent dealerships on business development strategies in order to increase sales and market share. Delivered training on new / inline products and sales effectiveness.
• Developed and coached dealers on results from monthly / weekly KPI reports related to market share, rental utilization, service excellence, and operations.
• Added new dealers or replaced nonperforming dealers to improve market coverage. Increased market share YOY by 27%.

Mayfield Heights, Ohio, US

• Led training for rollout of new Saleforce and Oracle sales quoting and customer relationship management (CRM) system. Tailored training around generational learning preferences across multi-channel delivery, including.
• Developed curricula and published 85 online tutorials to accelerate new user onboarding.
• Delivered initial two instructor-led sessions to 40 Dealer Sales Personnel, National Accounts, and Customer Service team members on these new tools.
• Leveraged Eventbrite to schedule training and Mimeo to distribute content.
• Conducted “Voice of the Trainee” surveys to improve delivery and retention.

Mayfield Heights, Ohio, US

• Established and managed dealer-specific annual business plans to drive increases in sales, market share, and profitability across independent dealer network. Implemented sales effectiveness projects.
• Improved sales coverage (awareness, participation, closure) by 30% though tactical and strategic initiatives such as sales training, blitzes, customer visits, marketing, discounts, and incentive programs.
• Collaborated with 24 area dealers to increase lead generation and target account identification though extensive data mining, market segmentation, and in-depth competitive analysis.

Irving, Texas, US

• Provided global leadership over sales, operations, and $7.5M budget for e-commerce site that marketed off-lease, used, or repossessed heavy equipment.
• Facilitated transition of www.CatUsed.com to Caterpillar, Inc. to align with other e-Commerce sites.
• Created syndication program that increase used equipment sales leads by 95%, on a portfolio of $900M annually.
• Planned, organized, and facilitated 2008 conference held in Chicago, IL for nearly 30 dealers.

Nashville, TN, US

• Project-managed array of cross functional team initiatives that leveraged Six Sigma methodologies, including DMAIC and DMEDI approaches. Honed public speaking skills via active participation in Toastmasters.
• Oversaw at least 22 projects that yielded $7M in total value through Six Sigma management methodologies.
• Led team of nine that created eight Regional Used Equipment Sales Centers in North America.

Nashville, TN, US

• Served as liaison between Tax Department and IT department to automate complex tax computations, calculations, and processes across company subsidiaries.
• Supervised effort to replace aging Sales Tax system resulting in streamlined reporting and sales tax payment.
• Realized savings of $85K in first year and $65K thereafter in annualized programming costs related to administration of Like Kind Exchange (LKE) program.

Nashville, Tennessee, US

• Conducted financial, operational, and systems reviews to ensure compliance with internal policies and government regulations.
• Traveled 40-60% to consult and report on the performance of plants, divisions, and subsidiaries of major tire manufacturer.
• Emphasized and recommended improvements in effectiveness and efficiency over operational and financial systems in place at these locations.
• Assisted in Business 2000 and ISO9002 quality initiatives throughout the corporation.
• Worked for six months as Employee Benefits Auditor reviewing medical claims using industry and company data to analyze payments for propriety.
• Identified approx $1.8 million in potential recoveries.